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SECURITYFOCUS JOBS - NEW OPPORTUNITY
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JOB DESCRIPTION
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Position: Sales Representative
Location: Denver, Colorado, US
Type: Permanent F/T
Closing Date: 01/26/2005
Job Title: Territory Manager - Regional Sales
Req #: 330-000-005-002
Reports to: Director, Regional Sales
Location: Denver
Websense Inc. (NASDAQ: WBSN), the world’s leading provider of employee
Internet management solutions, enables organizations to optimize employee use
of computing resources and mitigate new threats related to Internet use
including instant messaging, peer-to-peer, and spyware. By providing usage
policy enforcement at the Internet gateway, on the network and at the desktop,
Websense Enterprise enhances productivity and security, optimizes the use of IT
resources and mitigates legal liability for our customers. Websense serves more
than 20,600 customers worldwide, representing 16.4 million seats. For more
information, visit http://www.websense.com
Job Summary:
Responsible for the sale of Websense’s products in a specified Territory.
Proactively use the existing client relationships and Solution Selling
expertise to successfully grow new business within the territory. Effectively
manage existing enterprise customers and channel partner relationships to
exceed sales growth expectations through marketing programs that will
significantly raise our profile and product awareness.
Essential Functions:
• Develop a target reseller list in collaboration with your Channel
Marketing Manager that will enable you to achieve your forecast. Review
channel results quarterly with your Channel Marketing Manager, and take steps
to improve performance.
• Conduct quarterly business planning sessions with your Premium
Providers. Monitor Channel Partner’s effectiveness in closing incremental
and Websense-passed business based on quarterly objectives they set.
• Manage prospecting and sales activities in assigned territory. Identify
and help close sales opportunities in the territory.
• Lead sales presentations at reseller and end user locations.
• With input from Inside Sales Representatives update and manage pipeline
and prepare revenue forecasts.
• Coordinate with Inside Sales Representatives to produce lost
sales/delayed sales reports.
• Coordinate sales activities with other Field Sales reps and Regional
Manager.
• Develop relationships with key partners distributors, resellers, VARs
for the growth of our products within their markets. Pass business through to
target Partners.
• Manages a high volume and revenue Channel Pipeline to accurately
forecast and deliver revenue commitments
• Monitors and creates reports that reflect Channel Partner’s
effectiveness in closing passed business
• Interfaces with the Channel Sales Team & Marketing on program
implementation and training efforts
• Works with the other Field Sales reps and Regional Manager to ensure
smooth passage of business to the Channel
JOB REQUIREMENTS
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1. Education: College degree in business desirable, equal professional
experience acceptable.
2. Experience: Minimum of 7 years experience in technical enterprise sales to
various channels and direct sales with exposure to both government and
corporate accounts.
3. Communication Skills:
• Strong sales presentation skills, has the ability to influence and
impact an audience.
• Excellent understanding and execution of formal sales training
techniques, such as, Solution Selling.
• Participates in individual, group and department meetings in a manner
that allows for the exchange of information.
4. Personal Skills:
• Presents a professional image inside and outside of the organization.
• Consistently meets commitments made to the company and associates.
• Persistently demonstrates a positive and enthusiastic attitude toward
the company, the work, the vision and the people.
• Consistently meets or exceeds goals and financial performance targets.
• Solicits input and feedback from inside and outside the organization on
ways to continually improve.
CONTACT
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To be considered for this position, please e-mail your resume to:
jobs@websense.com, subject = Territory Mgr, Denver
No relocation will be provided for this position. Competitive benefits package.
EOE.
Websense, Inc.
jobs@websense.com
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